Answer to Question #197792 in Management for Kumar

Question

Consider that you are a salesperson for the Carpenters Motors Fiji - Range Rover dealership. A young, newly married couple enters the lot. Provide detailed explanations about the personal selling process, using this couple as your target. Consider various scenarios you may face in each of the steps. (Hint: Use the The Personal Selling Process (7 steps) 

Answer 1

Personal selling is also acknowledged as face-to-face marketing where one individual who is the salesman attempts to persuade the customer in purchasing a service or product. It is an advertising process by which the seller employs his or her expertise and skills to make a deal.

Personal selling is when a business utilizes sellers to create an association and involve consumers to define their desires and achieve a sales order, which I may not have otherwise positioned. The personal selling process is a seven-step method: prospecting, pre-approach, approach, presentation, meeting objections, closing the sale, and follow-up.

The sales cycle, by and large, changes lead to opportunities, doubts into prospects, and projections into clients.

Prospecting is the step, in which as a salesperson, I intend to use to determine leads; at this point, my lead is the young couple. The pre-approach will prepare for the presentation through customer research and aim planning for the exhibition. The tactic is when the seller firstly meets with the client and defines a client’s preferences and needs. Once I have identified the clients’ needs, I will be ready for the presentation to persuade the client to bind. After the presentation, I expect to meet opposition or address client concerns. Attaining assurance comes next. As a final point, as a salesperson, I must keep in mind to following up after the deal is completed.